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1
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Get urgency into your negotiation
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Today Cathy Richards tells us how she gets urgency into her negotiations not only for buyers but for sellers as well. Jay Standley joins us again as he continues his story about how he sells at least 200 properties – his own listings – every year. Today he says that he opens properties every 2 weeks NOT every week. How big is big enough when it comes to a farm area? Tom Hector has a view on this and he shares it with us today. He gets up to 4 listings a month from his farm area.
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24 5 12
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Free
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2
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Getting people to ‘trust’ what you say.
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How do you train someone who has sold $200M worth of real estate in just 5 years. Cathy Richards says its easy because when you think you know it all you are definitely wrong! We hear about Jay Standley’s goals today and how about he goes about setting them. Tom Hector discusses his ‘scheduled tasks’ and when he does them. This forms an important part of his success. Greg Vincent tells us that only 14% of people trust advertising. An alarming statistic! So how do you get buyers and sellers to ‘trust’ what you say? Greg has the answer.
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23 5 12
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Free
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3
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Get face to face – Cathy Richards.
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Getting face to face is what makes one agent stand out from another according to our coach this week – Cathy Richards. This applies to buyers as well as sellers. Samantha McLean tells us about an article written by Stacey Sheehan in Tasmania about the future of the shopfront. Jay Standley tells us more of how he sells 200 properties a year and continually is recognised as the highest selling agent in WA year after year. Tom Hector loves his prospecting and takes no shortcuts as you will hear. Doorknocking is an important part of his week.
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22 5 12
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Free
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4
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Meet the highest selling agent in Australia.
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Cathy Richards is recognised as one of the leading agents in her core area in Brisbane. She talks about time management and how she plans her day. Jay Standley is from WA and may just be the highest selling agent in Australia. The secret to his massive success could be his ability to delegate. He outlines how he does that today. There is a great message for property investors today from Peter O’Brien – a property manager from Melbourne and Tom Hector covers cold calling as a prospecting method.
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21 5 12
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Free
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5
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How to sell 200 properties a year.
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Cathy Richards from Place in Brisbane will be on stage at AREC next week in the fast and furious. Cathy is our Coach this week and she will focus on building profile. Our Mentor this week is Jay Standley who sells up to 200 properties every year – his own listings, not other agents listings. How does he do it? Find out this week. Tom Hector has a passion and that is prospecting so he tackles that this week in Working Smarter and today we hear about the RE Bar Camp that will be on a week tomorrow – straight after AREC. Peter Brewer has the good oil on that for us.
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20 5 12
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Free
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6
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Sell a home like Coke would!
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Tom Panos explains what he means by ‘selling a house like Coke would’ as the final part of his critical behaviours of million dollar agents. John McManus – McGrath’s No 1 agent - discusses OFI follow up and we ask Garry Peer how he measures success.
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17 5 12
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Free
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7
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What do people look for in an agent?
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That is the question we posed of the head of a company that has a remarkable – almost unheard of – market share – 65%. Hear the answer today. John McManus tells us how he nurtures his pipeline, Greg Vincent says we are not sharing our listings correctly on Facebook and he tells us how we should do it and find out what it takes to become a $M agent with Tom Panos.
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16 5 12
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Free
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8
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Become a ‘Purple Cow’
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What is behind the concept of the ‘purple cow’. Tom Panos explains about this brilliantly simple notion. John McManus discusses another of his activities that have led him to be McGrath’s No ! agent in only 5 years, we look at Garry Peer’s use of video marketing and Samantha McLean from SOLD helps to break bad habits.
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15 5 12
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Free
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9
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Manage your brand – YOU!
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Tom Panos says that one of the behaviours of million dollar performers is that they have become their own brand managers. John McManus tackles a similar topic as he looks at self marketing and Garry Peer gives a hint about the outstanding success of his business. Fiona Blayney discusses ‘organic growth’ of a rent roll.
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14 5 12
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Free
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10
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Critical behaviour of $M agents – Tom Panos
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Tom Panos is our coach this week and he gives the results of a News Ltd study into the behaviour of million dollar performers.
Our mentor this week is McGrath’s No 1 agent – John McManus and he tells us about the price to pay to be the top. Working Smarter this week features Garry Peer from Melbourne. Kevin caught up with Garry in his new St Kilda office and videoed an interview for the AREC Lounge. Hear portions of that interview this week. We find out about the huge success of Glenn Twiddle’s online marketing.
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13 5 12
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Free
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11
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Critical and quality conversations.
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In his final ‘essential’ Michael Sheargold touches on the difficult subject of how you talk to your seller and the impact that can have on your success. Kingsley Looker loves auction and he explains why, Marcus Chiminello from Marshall White puts the icing on the cake today with another hint about why he is so successful.
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10 5 12
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Free
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12
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Go the extra mile to stand out.
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Michael Sheargold returns today as our guest coach with another essential ‘to do’ – this time to help you stand out. We hear from Marshall White’s Marcus Chininello again – today he talks about buyers, Kingsley Looker says his 94.7% list to sell ratio could be due to his Momentum VIP Client program and Greg Vincent talks iPads.
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9 5 12
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Free
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13
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Engage buyers and sell property.
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That is another essential from Michael Sheargold. Marcus Chiminello covers time management, Kingsley Looker uncovers another one of his techniques for getting them sold fast and Samantha McLean from SOLD Magazine has a warning about training money going down the drain.
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8 5 12
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Free
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14
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What it takes to get properties sold in under 30 days?
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Getting them sold in under 30 days is what Kingsley Looker specialises in. He consistently sells over $60M worth a year and this week he tells us how. Michael Sheargold is back with another one of his ‘winning essentials’, Marcus Chiminello talks about getting face to face and Fiona Blayney discusses buying a rent roll.
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7 5 12
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Free
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15
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Sheargold’s essentials
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We share Michael Sheargold’s essentials this week. What you can do to stay on top. Kingsley Looker was the winner of the REINSW Award for Excellence last year and he joins us all week as our Mentor to share what it takes to get properties sold in under 30 days. Marcus Chiminello has sold in excess of $160M in real estate and is Marshall White’s second top performer – behind James Tostevin. Marcus will present Working Smarter this week. Tom Panos has a great tip on how to get more local exposure.
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6 5 12
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Free
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16
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Convert offers to sales.
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Mark Frater this week has given us some top advice on increasing your buyer conversion. Converting buyer activity into sales. This is the business end of the deal. Hear what he has to say today. Jason Boon does not shy away from ‘face to face time’ and he says you shouldn’t either if you are serious about selling in this market. How tenacious are you? We ask that question today.
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3 5 12
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Free
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17
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Rapid price reductions.
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Greg Vincent joins us today with a fabulous idea about how you can use the online space to help with your price reductions. Jason Boon talks about his Effective Business Unit and how that has helped him build a $1B sales business and in Working Smarter we have another test for you to see if you have the ‘right stuff’ to make it.
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2 5 12
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Free
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18
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How to build buyer interest.
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Increase your intensity with buyers and get more buyer conversion which will lead to more sales. Jason Boon who has been #1 in the R&W network for the last 6 years continues his success story and builds on yesterday by explaining about his ‘vision’. Samantha McLean says ‘not another bloody meeting’ – a great message for team leaders.
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1 5 12
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Free
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19
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Create more inspections.
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That is the challenge today from master coach Mark Frater as he helps you wring more out of working with buyers. Jason Boon talks about how he has positioned himself in the market. We have another question for you today to see if you are made of the right stuff to make it and Fiona Blayney explains where businesses go wrong with their growth strategies.
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30 4 12
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Free
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20
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Increase buyer conversion.
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When buyers have control it is critical your buyer management is spot on. Mark Frater deals with that this week. Jason Boon is one of Australasia’s top 5 agents and this week he shares the story of his success. How he has sold almost $1B in 10 years. Are you made of the right stuff? We find out this week and Michael Sheargold says there is a shift happening in marketing.
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29 4 12
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Free
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21
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Start the way you intend to finish.
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Are you a ‘show pony’ with your prospecting? So many agents start but don’t continue with their prospecting. We tell you why today and ways to avoid it happening to you. Why do we keep doing the same things and expect a different result? That is what Chris Hanley talks about today and Mark Dwyer gives you his final prospecting generator.
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26 4 12
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Free
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22
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A good business is like a horse with a GPS.
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A combination of the tried and proven methods and the new techniques might be the way forward according to Chris Hanley. Mark Dwyer explains how powerful the enquiry log can be and Greg Vincent talks about video and the difference between doing it and doing it “well”.
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25 4 12
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Free
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23
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Are you guilty of spreading ‘ego info’?
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What is ego info? Chris Hanley explains today. Mark Dwyer gives you another prospecting generator – one we all do but probably undervalue. Samantha McLean from SOLD magazine today uncovers what it means to ‘go green’ and in working smarter we encourage to give to get.
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24 4 12
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Free
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24
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Don’t try to speed date your clients.
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Chris Hanley is back today with some sound advice about building relationships. Mark Dwyer explains about re-generative prospecting, Fiona Blayney discusses paying people and we look at why ‘more can be less’ when it comes to prospecting.
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23 4 12
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Free
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25
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Get a seller a day
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Mark Dwyer from Sales Trainer Active has a sure fire way to make sure you list a property every day. What would that do to your business? We are joined this week by Chris Hanley, who is the Principal of First National Byron Bay - a great place to live but a tough place to do real estate – as you will hear. We encourage you to change your expectations about prospecting and we tell you about a new program that is revolutionising property management.
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22 4 12
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Free
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26
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The best time to get a price reduction.
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A tried and proven strategy to sell more effectively in this type of market is to obtain a price reduction whenever the seller agrees to a counter offer at less than asking price. More on that today. Daniel Spencer deals with objections in the listing presentation and Rob Elsom concludes his series with advice about how to treat people.
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19 4 12
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Free
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27
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The early bird catches teh worm.
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It is a fact that a large majority of clients end up doing business with the first agent they contact. Your negotiation skills are of little use if you’re not generating leads. We help with that today and Daniel Spencer builds on assisting you with your listing presentation – today it is selling marketing. Social Media Guru Greg Vincent is worried that you might not have secured your name and Rob Elsom is featured again today.
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18 4 12
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Free
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28
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We take ourselves too seriously.
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That is the message today from top Melbourne agent Rob Elsom.
Daniel Spencer tackles pricing and the method of marketing. In Working Smarter we give you some dialogue that will help when you are competing with other agents for a listing and Samantha McLean wants to air a theory that is circulating about how Property Management could work better.
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17 4 12
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Free
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29
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How to build trust.
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Trust begins with being congruent. This means you do what you say you are going to do. Getting the right people is the message today from Fiona Blaney, Rob Elsom discusses age as a barrier to being successful in real estate and Daniel Spencer has some advice on connecting and questioning in the presentation process.
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16 4 12
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Free
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30
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Answer questions with questions.
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When you are negotiating - an important strategy is to answer questions with a question. We will show you today how that helps keep control. Our guest coach is Daniel Spencer ‘Mastering the Presentation’ and we hear from top Melbourne agent Rob Elsom. We also tell you about a new website that involves the seller in the selling process to make your job easier.
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15 4 12
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Free
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31
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Overcome objections by asking questions.
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As a rule of thumb, the more questions you ask and the fewer statements that you make, the more likely you are to close more sales. That is our subject in Working Smarter. Greg Vincent has some thoughts on ‘Brand You’ and Bernice Ross says ‘get your sellers to get real about their asking price’.
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12 4 12
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Free
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32
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The easiest way to get a video testimonial.
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Greg Vincent has the solution for you this morning and helps you to build your ‘happy buyer and seller’ video collection. Bernice Ross gives us a great closing question for first time buyers, Samantha McLean from SOLD magazine talks about an outstanding story by Peter Brewer and our working smarter tip is about who should make the decisions.
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11 4 12
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Free
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33
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When is the first inspection?
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It might seem like a dumb question, but the first inspection by a buyer might not be when they turn up on the doorstep. If you understand that objections are buying signals, you might handle them with a lot more care and skill according to Bernice Ross.
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10 4 12
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Free
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34
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What’s new on Facebook
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We have secured Australasia’s foremost social media authority, Greg Vincent, as our coach this week and today he explains about the Facebook Timeline. Bernice Ross with a timely warning about how you should and should not refer to buyers and sellers and Fiona Blaney ‘crunches the numbers’ in property management.
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9 4 12
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Free
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35
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The most important word to avoid.
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Our society ‘should’s us to death! We offer a solution today. Our guest Coach is Greg Vincent with his password to success, Bernice Ross returns with more negotiation tips and Aaron Shiner challenges you to be a bit different.
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8 4 12
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Free
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36
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The most important question to ask in real estate negotiation
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Peter Hutton helps with building your brand. Bernice Ross gives you the most important question to ask in real estate negotiation and we give you 2 more words to eliminate from your vocabulary. We give you a sneak preview of what is on next week.
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6 4 12
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Free
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37
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Not another 'BUT'!
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Not another ‘but’! I would like to do more prospecting – but……..! So what you are saying is that you really don’t want to do more prospecting. Stop using BUT! We tell you why this morning. Bernice Ross has another negotiation tip, Peter Hutton helps with defining your tribe and Greg Vincent explains about the importance of your online reputation.
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4 4 12
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Free
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38
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Heart centric branding
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Another great negotiation tip from Bernice Ross this morning and Michael Krisa with another of his gems on content creation. Have you heard of heart centric branding? Peter Hutton has and he discusses that today.
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3 4 12
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Free
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39
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Don't say ...."I'll try!"
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Do you sound strong or weak when you negotiate? How important is that and how can you tell? Some practical negotiation advice from Bernice Ross and Peter Hutton touches on authenticity. Is it annoying to you when someone says ”I’ll try” to do something? Maybe not but when you hear what it means and how it can mislead you might want to check its use.
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2 4 12
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Free
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40
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Discover why they are buying.
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We used to focus on features and benefits when selling, Peter Hutton says you need to find out ‘why’ they are buying and make that connection. Marketing guru and all round good guy Aaron Shiner discusses marketing You, working smarter is about shifting from ‘I” language to “you” language and Bernice Ross kicks off her series of tips from top negotiators.
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1 4 12
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Free
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41
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How to approach a seller with a low offer.
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One of the greatest challenges you will face in a slowing market is to decide how you will approach sellers when you have a low offer. We help with that today. Also Michael Yardney explains how to get on top of the property cycles and Peter Florentzos asks ….’What are you selling?’
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29 3 12
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Free
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42
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Avoid this major negotiation error.
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Today we tell you about a major negotiation error that could cost you both your licence and thousands of dollars if you are sued. It is tempting but is really bad practice. We tell you what it is today. Greg Vincent explains what it means to become the indisputable trusted advisor and Michael Yardney tells you how you can get onto a property investors team.
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28 3 12
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Free
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43
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The type of properties investors should buy.
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A major mistake many inexperienced negotiators make is negotiating as if they were one of the principals. We tell you how to identify and avoid the practice. Michael Yardney explores the types of properties investors should buy and Peter Florentzos talks ‘communication’. Also today Michael Krisa returns with another on of the 5’C’s’ of good content creation.
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27 3 12
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Free
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44
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Focus on 'emotional benefits' to a buyer.
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Just how important is land value to investors? Michael Yardney tells us today and Peter Florentzos explains how he uses a PA who will eventually become a salesperson. In Working Smarter we remind you that when a buyer purchases a primary residence, they’re not buying a house, they’re buying the emotional benefits attached to home ownership.
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26 3 12
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Free
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45
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Property investor numbers grow.
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Property investors represent a growing percentage of sales so this week we have invited Michael Yardney to give us a good rundown on how investors think and the best way to work with them. Our mentor this week is Peter Florentzos – a partner in one of L J Hooker’s top offices. This week also we have some more negotiation tips.
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25 3 12
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Free
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46
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A USP your competitors can’t imitate.
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It is frustrating when you spend so much time developing a unique selling proposition only to have it cheaply imitated by a competitor? You say that ‘it’s a form of flattery’ but that doesn’t really help. Mark Dwyer will give you a USP today that they can’t imitate or copy. Lewis Shaw gives us a glimpse of the future and we show how translating issues into numbers can help you negotiate.
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22 3 12
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Free
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47
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Accept a good offer slowly.
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Is there such a thing as easy prospecting? No way you say! Well there is and Mark Dwyer reveals all today. Lewis Shaw explains his vision for his new company and we get a bit of an insight about where this industry might be going. Greg Vincent explains what he means by ‘superior influential recommendations’ and yes, you should accept a good offer slowly.
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21 3 12
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Free
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48
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Do not get affected by the market?
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This week’s coach, Mark Dwyer makes the point that GOOD agents are not affected by market conditions. Lewis Shaw discusses ‘branding’, Michael Krisa has another one of the 5 C’s of killer video content creation and our Working Smarter tip is to not accept the first ‘no’.
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20 3 12
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49
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How to demonstrate your negotiation skill.
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Real estate agents are paid professional negotiators and you should be willing and able to demonstrate your skills - some advice about that today from Mark Dwyer. Our Mentor Lewis Shaw takes a different look at recruitment and team building, we have another power negotiation tip for you and Darren Hunter shows how to get full fees.
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19 3 12
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Free
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50
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Use the decoy in negotiation.
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This week we feature as our coach, Mark Dwyer as he takes us through the disciplines associated with the Return of the Salesperson. Lewis Shaw is bringing a fresh approach to how he does business. He is not out to change the industry but does believe we can change how we do business. We hear about someone who is using video very well and achieving great results.
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18 3 12
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51
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Let silence do the heavy listing.
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As part of his series on getting it done, Mat Steinwede says you have to inject your own personality. He explains today. Jason Andrew reveals how he measures a good auction agent, I explain how you can let silence do the heavy lifting in negotiation and there will be a sneak preview of our shows for next week.
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15 3 12
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52
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Are some properties better to auction than others?
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Today Mr Social Media Greg Vincent explains what authentic innovative automation is all about, I invite you to grimace a bit so as to become a better negotiator, Mat Steinwede talks about the meaning of life and Jason Andrew answers my question ‘are some properties better to auction than others?’
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14 3 12
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53
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What is reciprocity?
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Do you understand about reciprocity? Well today we relate it to negotiation and explain how to use it to your advantage. Mat Steinwede talks about accountability, we ask the Auctioneer of The Year if there is ever a time when an auction should not be conducted and that interview guy – Michael Krisa gives us another of the 5C’s of killer content creation.
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13 3 12
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54
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Getting something in return when negotiating.
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A hot prospecting tip this morning from Mat Steinwede, Jason Andrew talks about the auctioneers role, we have another negotiation tip – getting something in return – and Darren Hunter with some property management advice.
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12 3 12
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55
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Mat Steinwede - getting it done!
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Negotiation is the number one skill that you need in real estate to succeed so this week and next we give you some tips on negotiation. Our guest coach is Mat Steinwede and in true Mat style it is all about ‘getting it done’. Jason Andrew is one of the hottest young auctioneers and this week joins us to discuss your role in an auction, his role and lots more.
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11 3 12
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56
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Demonstrate value to combat commission cutting.
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Michael Sheargold says ‘keep it real’, Alison Aitken gives us a negotiation tip today and we will give you a preview of our shows for next week featuring Mat Steinwede. Also today – how to demonstrate your value to combat cut-price commission.
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8 3 12
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57
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Don't get caught up with the values.
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How can you excell your success rate? Michael Sheargold answers that question for us today. Our guest mentor Alison Aitken encourages you to ‘not get caught up with values’, we have another working smarter tip on combating cut-price commission and Greg Vincent today talks about strategic adaptability.
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7 3 12
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58
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A Phoenix rising from the ashes.
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Alison Aitken, who works in the Christchurch market, talks about how Christchurch is like a Phoenix rising from the ashes. We have another tip on combating cut-price commission and Michael Krisa explains how to get your video onto the web.
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6 3 12
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59
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Upgrade your 'be there'.
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Today Michael Sheargold talks about the ability to upgrade your "be there". Alison Aitken tells us what it's like to work in a disaster zone and we have another tip for you on how to combat cut-price commission.
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5 3 12
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60
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Inner Market has biggest impact.
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This week our feature coach is Michael Sheargold. He talks about increasing your market share. Today he says the biggest impact is in the ‘Inner Market’. Our guest mentor for this week comes from New Zealand. Alison Aitken works in the Christchurch market and today we talk about how she started in real estate. Working smarter this week is ‘how to combat cut-price commission’.
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4 3 12
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61
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A worrying survey result.
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John McGrath is a private person. He talks about that and how that could have helped him with his networking. Aaron Shiner shares a staggering and worrying survey results, we give you our final installment this morning on making your print work better and we will have a preview for you of our shows for next week when our guest coach will be Michael Sheargold.
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1 3 12
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62
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Good salespeople are not trained.
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When has John McGrath failed? What has he learned from those failures? Aaron Shiner joins us again and he says good salespeople are not trained, they are found. We have another tip for you on making your print work better and Greg Vincent today talks about optimal inbound marketing.
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29 2 12
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63
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School sport shaped McGrath Real Estate.
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Today John McGrath tells us how school sport has helped shape his business principals, our guest mentor Aaron Shiner shares what his goals are for the next decade and Michael Krisa will join us with a video content tip.
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28 2 12
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64
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John McGrath measures success.
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Today our guest coach John McGrath discusses how to measure success, Aaron Shiner disagrees with some comments about training and Bob Walters will give us the 15 KPI's that need to be measured in every month.
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27 2 12
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65
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What would your Dad say John?
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Today we hear the first segment from our guest coach John McGrath and we ask him the question ‘what would his dad say about what he is doing today’. Our mentor this week is Aaron Shiner. He tells us how he thought his career would develop and this week working smarter is all about making your print work better.
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26 2 12
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66
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Protect your patch.
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How well are you protecting your patch? How do you go about doing that? Mark Frater has some suggestions as he gives us the final 12 tips for 2012 today. Joseph Tan makes a confession about social media and the final tip on getting more listings is to create ‘fun videos’.
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23 2 12
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Free
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67
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What to do with unreasonable clients?
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Sack them says Joseph Tan – actually he is a bit more gentle than that! Do you know what geotargeted fans are? Greg Vincent tells us today. Mark Frater says ‘pefect your presentation’ as a way to get more business and he challenges you to do it. Successful agents use feature listings – we give the details.
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22 2 12
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68
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How to check buyer interest.
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Today we tell you how you can easily you can check buyer interest in a property and use this to show a seller how well you qualify leads. Michael Krisa has an easy 5 step formulae for making good videos – it’s easy! Do you have a plan for your listings? Mark Frater explains today.
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21 2 12
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69
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Don’t rely on an improving market.
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Mark Frater has some advice for those waiting for the market to improve. You might not like what he says. We tell you about 3D Opens today and Joseph Tan explains his concept of caring about customers ‘wellbeing’.
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20 2 12
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70
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C21’s most decorated Aussie agent.
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Mark Frater has compiled the Top 12 tips for 2012. He delivers them this week as our feature coach. We introduce Joseph Tan who is one of the most decorated Century 21 agents and principals in Australia. Ranked as high as No 6 Internationally, Joseph tells a fascinating story of his business development and culture. You might not agree with everything he says but there is no denying it works for him.
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19 2 12
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71
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Use a ‘home book’ to get listings.
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Not new but very effective. Not many people use home books so therefore it’s an easy way to stand out. We tell you about them today. Michael Sheargold asks if you have the right people and we give you a sneak preview of the shows with Mark Frater and Joseph Tan next week.
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16 2 12
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72
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Dump marketing with vague pricing strategies.
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Walk into any office and you will get an immediate impression about the business. Michael Sheargold gives some examples today. More on video and Greg Vincent discusses your digital footprint. Todd Owsnett has some harsh words about agents involved in vague pricing strategies.
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15 2 12
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Free
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73
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It might NOT be a good year for some.
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Michael Krisa returns in his series about use of video in your marketing and today has some hints on good cameras you can use. Michael Sheargold says ‘it might not be a good year for some’ – now there is a warning! Work Smarter with lead capture technology.
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14 2 12
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74
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A different kind of open house.
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Working Smarter this week is about helping you secure more listings. Today a thought about a ‘different kind of open house’. Michael Shaergold getting your head right to do more business in 2012, we hear about FileSmart from Rockened and Todd Owsnett talks about their move into Database marketing.
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13 2 12
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Free
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75
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How much of the business will you do in 2012?
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There will be a lot of business done in 2012 so the question is - Will you be doing it? This week Master Coach Michael Sheargold helps get your vision right to make sure you are the one doing the business. We turn the Personality Profile spotlight onto Professionals top performer Todd Owsnett. He was ‘born’ into real estate.
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12 2 12
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Free
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76
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Secrets of creating an effective brand
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Jay Thompson’s final segment deals with building a brand. He should know, his blog is the most widely read blog in the States and he is on the Inman Most Influential Real Estate Blogger list. Manos Findikakis says ‘the grass is not always greener’ and you’ll get a sneak preview on Michael Sheargold’s segments for next week.
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9 2 12
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Free
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77
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We demystify Social Media
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Peter Brewer is along today as we set about telling you how and why you should be taking social media more seriously. Jay Thompson reminds you to be proactive and stop reacting. Manos Findikakis discusses building relationships and lots more.
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8 2 12
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Free
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78
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Get the jump on 92% of agents
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Hear the staggering figures about why you should be using video and we tell you how easy it is to do. Michael Krisa – That Interview Guy – joins our team to tell us how. More today from Manos Findikakis, Jay Thompson and your chance to tell us what you think about the generational disconnect.
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7 2 12
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Free
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79
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The Likeability Quotient
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Good performers get more business because more people like them according to Jay Thompson. Expertise has little value to Gen X and Y and this is causing a disconnect and today Manos Findikakis asks about your DNA.
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6 2 12
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Free
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80
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Get sellers to tell their own story
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Jay Thompson and Manos Findikakis are our regulars this week. Jay gives us the final 5 habits of highly effective agents and we feature Manos and his eView agency concept that is working well. Today you will hear about iPostcodes and we ask your opinion about the generational disconnect. Will you survive?
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5 2 12
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Free
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81
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CleanFee discounters get less for sellers
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Mat Steinwede explains one of the reasons we should be taking a longer term view with our real estate careers, Jay Thompson explains how and why you should listen more effectively. We look at the ‘x factor’ in the market and you will find out why fee discounters get less for sellers.
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2 2 12
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Free
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82
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CleanUse technology to battle fee discounting
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Have you ever thought of using technology to combat fee discounters? We tell you how today and Jay Thompson looks at needs vs wants. Tony Fountain tells you about the ‘most underused piece of real estate’ and Michael Yardney is back with more dialogue to help you explain what is happening to the property market.
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1 2 12
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83
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CleanThe numbers are not important
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‘The numbers aren’t important’ according to Jay Thompson. He explains today. We uncover the most insidious discounter, John McGrath has some words of advice and we look at the impact of interest rates on the property market.
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31 1 12
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Free
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84
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CleanWhat does patience have to do with top performance?
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More from Jay Thompson – ‘patience’ today. Michael Yardney looks at China and the USA and the likely impact on the Australian and New Zealand property market – a great tool to use against fee discounters and one of the most common mistakes made in building a good property management business.
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30 1 12
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Free
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85
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CleanOvercoming fee discounting
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Jay Thompson jumps in as a guest this week and next to outline the 10 habits of highly effective agents. Jay runs a completely virtual office in Phoenix. He founded the real estate blog Phoenix Real Estate Guy – one of the most widely read real estate blogs in the States. Michael Yardney is along to help us make sense of this market, Kevin tackles fee discounting and we tell you about a conference call you won’t want to miss tomorrow.
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29 1 12
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Free
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86
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Australasia's most profitable rent rolls
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Where are Australasia’s most profitable property management businesses? Western Australia actually and there is a good reason for that – Chris Rolls tells all today. Cathy Lammie’s final instalment today – ‘too much focus on KPI’s’ – Niche Marketing rules and Ash Marton explains how he will use QR Codes in his new Melbourne business.
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26 1 12
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Free
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87
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Get a Mobi site for your listings
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QR Codes help you build Mobi Sites for properties. What to say and how to say it today with Chris Rolls – how to crank more profit out of your rent roll. Cathy Lammie is along again today to talk about presentation, price and VPA. A top performers perspective that might surprise you and we uncover the tough part of Niche Marketing.
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25 1 12
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Free
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88
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How some agents are using QR Codes
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Cathy Lammie tells us about her team. Cathy is the top Remax agent in Australia. Greg Vincent jumps in to talk about the future of QR Codes and how some agents are using them to great effect and in Working Smarter we help you work out what Niche Market would suit you.
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24 1 12
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Free
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89
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Don't play the 'secret game' with buyers
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Our Mentor today, Cathy Lammie says ‘you can’t play the secret game anymore with buyers’ – she is referring to ‘no price’ or ‘vague price’ marketing. More on Niche Marketing, standards of service and a practical way to increase property management fees.
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23 1 12
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Free
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90
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Tough year for Remax No 1 agent
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This week in profile we feature the No 1 agent for the Remax Group in Australia who is also ranked No 7 Internationally. Cathy Lammie tells a fascinating story about one of the most difficult years of her selling life. Last year she almost threw it all in. This week also we hear how to crank more profit out of your rent roll with Chris Rolls, we discuss Niche Marketing and QR Codes.
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22 1 12
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Free
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91
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Chris Gilmour's greatest motivator
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Mat Steinwede with another ‘separator’ today, hear what Chris Gilmour’s greatest motivator is – he tells us in typical Chris Gilmour style – and a challenge to take control. You will hear the second segment of the interview with Ash Marton today in the show and you can hear the full interview in Free Stuff as well. It will be in there today.
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19 1 12
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Free
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92
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Young agent goes it alone
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Today we introduce Ash Marton – a 20 something agent about to launch an independent brand in the Melbourne market. He talks about why, what he will do to stand out and he shares some early lessons. Mat Steinwede and Chris Gilmour round out the team for this show. Hear Glenn Twiddle’s full interview today in Free Stuff.
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18 1 12
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Free
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93
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Speed is critical - Mat Steinwede
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Speed is critical if you want to stand out from your competition according to Mat Steinwede, Chris Gilmour shares his most powerful prospecting tip and we pose the question “What's more important - creating or keeping clients?” Glen Twiddle is in today to give a sneak preview of what you can expect at the John McGrath + others event on February 22.
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17 1 12
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Free
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94
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8% of agents share 60% of the deals.
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More on separating you from your competition with Mat Steinwede, Chris Gilmour gives us his most powerful marketing tip and we tell you how 8% of agents are sharing 60% of the deals.
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16 1 12
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Free
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95
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Mat Steinwede and Chris Gilmour tips
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Mat Steinwede and Chris Gilmour join us all this week to kick start your year. Mat gives us the 10 things that will separate you from the competition and Chris will share his most powerful marketing, prospecting, motivating and closing tips. A week not to be missed and today also we look at QR codes.
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15 1 12
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96
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Who has the most difficulty with price?
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Agents are not valuers so why do we try to make out we are? In today’s show Tony Fountain talks price and poses the question – ‘who has most difficulty with price – is it the seller or the agent? Ian Barnes rounds out the week by telling us what he would change in his business if he could.
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12 1 12
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97
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‘The industry gives terrible feedback’
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Ian Barnes today talks about the feedback process. The way some sellers find out their home is going to be opened is to buy the newspaper. Ian has a simple solution and Tony Fountain today explains how taking more notice of what sellers have to say can help close more sales.
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11 1 12
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Free
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98
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We used to say ‘property listed = property sold’.
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Tony Fountain talks about the things he has changed with the market the way it is today and how he has adapted to it. Our Mentor – Ian Barnes, who writes $1.5M in gross commissions a year, discusses VPA.
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10 1 12
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Free
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99
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Times have changed.
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Tony Fountain with more on the strategies for 2012. Tony deals with auctions – what to say, how to answer he questions and overcome the objections. Also today Ian Barnes talks about database development. We also share a question that we received from a consumer that will be of great interest to all property managers.
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9 1 12
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Free
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100
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$1M performer tells how.
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We kick off the year in a very positive way by talking to Ian Barnes from Evolution Realty in WA. Ian writes over $1M in gross commission a year. Today we talk about Opens. Joining us this week as well will be Tony Fountain and today he talks about ‘what we have to sell’.
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8 1 12
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Free
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